Using Clickstream Data to Improve Flash Sales Effectiveness

2020 ◽  
Vol 29 (11) ◽  
pp. 2508-2531
Author(s):  
Victor Martínez‐de‐Albéniz ◽  
Arnau Planas ◽  
Stefano Nasini
Keyword(s):  
Clickstream Data ◽  
Sales Effectiveness

Communications and Industrial Selling

1967 ◽  
Vol 31 (2) ◽  
pp. 15-21 ◽  
Author(s):  
Theodore Levitt
Keyword(s):  
High Risk ◽  
Low Risk ◽  
Relative Importance ◽  
Sales Presentation ◽  
Company Reputation ◽  
Sales Effectiveness ◽  
High Competence

This article reports on research that investigated the relative importance of company reputation, salesman effort, and sales-message quality in industrial selling. It distinguishes between the relative importance of “high risk” and “low risk” purchasing situations, between “high-competence” (well-informed) and “low-competence” purchasers, and between the immediate effects of a sales presentation and the abiding effects. And it evaluates differences in sales effectiveness between the “quality” of a salesman's presentation, his familiarity with the product, and how honest his prospects think he is.

scholarly journals The politics of piracy: political ideology and the usage of pirated online media

2021 ◽  
Author(s):  
Lorenz Graf-Vlachy ◽  
Tarun Goyal ◽  
Yannick Ouardi ◽  
Andreas König
Keyword(s):  
Information Systems ◽  
Political Ideology ◽  
File Sharing ◽  
Openness To Experience ◽  
Online Media ◽  
Clickstream Data ◽  
Political Ideologies ◽  
Systems Research ◽  
Information Systems Research ◽  
The U.S

AbstractThere is a lack of clarity in information systems research on which factors lead people to use or not use technologies of varying degrees of perceived legality. To address this gap, we use arguments from the information systems and political ideology literatures to theorize on the influence of individuals’ political ideologies on online media piracy. Specifically, we hypothesize that individuals with a more conservative ideology, and thus lower openness to experience and higher conscientiousness, generally engage in less online media piracy. We further hypothesize that this effect is stronger for online piracy technology that is legally ambiguous. Using clickstream data from 3873 individuals in the U.S., we find that this effect in fact exists only for online media piracy technologies that are perceived as legally ambiguous. Specifically, more conservative individuals, who typically have lower ambiguity intolerance, use (legal but ambiguously perceived) pirated streaming websites less, while there is no difference for the (clearly illegal) use of pirated file sharing websites.

scholarly journals Salesperson authenticity and gender-based perceptions: an international study

2020 ◽  
Vol 7 (1) ◽  
pp. 137-149
Author(s):  
Michael Stros ◽  
Timothy Heinze ◽  
David Říha ◽  
Bodo Möslein-Tröppner ◽  
Elena Říhová ◽  
...  
Keyword(s):  
Interpersonal Communication ◽  
Gender Diversity ◽  
International Study ◽  
Body Language ◽  
Spoken Word ◽  
Gender Effects ◽  
Sales Training ◽  
Sales Effectiveness ◽  
Gender Based ◽  
And Gender

Mirroring the increasing percentage of women in the professional workforce, the number of females in sales has dramatically risen in recent years. The growth of gender diversity within the world of B-to-B buying and selling requires an examination of potential gender effects associated with interpersonal communications. The latter influences perceptions of authenticity, which in turn, influence sales effectiveness. The current study uses an international sample to review interpersonal communication drivers that are associated with buyer perceptions of salesperson authenticity. Gender differences associated with the processing of body language and the spoken word are particularly examined. Results indicate that, in high-involvement sales situations, female perceptions of salesperson authenticity are highly influenced by salesperson body language. Male perceptions, conversely, are more heavily influenced by the spoken word. Implications for sales training are provided.

scholarly journals Book public pages in Instagram

Bibliosphere ◽  
2020 ◽  
pp. 39-45
Author(s):  
T. D. Rubanova
Keyword(s):  
Russian Language ◽  
Point Of View ◽  
Activity Level ◽  
Visual Design ◽  
User Engagement ◽  
Direct Sales ◽  
Reading Support ◽  
Sales Effectiveness ◽  
Brand Promotion ◽  
Text Content

The peculiarity of the Russian-language Instagram segment is that for many users it has become the platform for text self-expression and discussions (including on reading issues). This explains the fact that many publishers and bookstores create their own Instagram accounts to promote book products. The purpose of the article is to identify the marketing potential of book public pages in Instagram. The author sets the following tasks: to identify successful practices of publishers and bookselling organizations in Instagram; analyze them from the point of view of text content, visual design; identify the main forms of users engagement; calculate the engagement rate (ER); identify possible "recipes" for the success of book public pages. Viewing the official websites of publishers and bookstores allowed the identification of book public posts with a significant number of subscribers and that of forms to attract users, and the determination of content features and visual design. A comparison of the activity level of public pages: @ eksmolive and @mifbooks of two major publishing houses. For this purpose, the number of posts, likes and comments for the period from 23.10.2019 to 22.11.2019 was calculated, as well as the engagement rate using the ER method. The author comes to the conclusion that the Instagram is widely used by publishing organizations and booksellers as a promising platform for book promotion and reading support, active exchange of information with the audience, increasing people’s loyalty, brand promotion, organization of direct sales. Effectiveness of the presence of booksellers in Instagram largely depends on the competent segmentation of the audience, the uniqueness of the content and visual design, and the use of various techniques and methods to enhance user engagement. 

scholarly journals Understanding Learning Analytics Indicators for Predicting Study Success

2020 ◽  
Author(s):  
Dirk Ifenthaler ◽  
Jane Yin-Kim Yau
Keyword(s):  
Learning Analytics ◽  
Education Institution ◽  
Sociodemographic Factors ◽  
Cognitive Capacity ◽  
Study Success ◽  
Related Factors ◽  
Clickstream Data ◽  
Learning History ◽  
Learning Journey ◽  
Key Indicators

Common factors, which are related to study success include students’ sociodemographic factors, cognitive capacity, or prior academic performance, and individual attributes as well as course related factors such as active learning and attention or environmental factors related to supportive academic and social embeddedness. The aim of this research is to gain a deeper understanding of not only if learning analytics can support study success, but which aspects of a learner’s learning journey can benefit from the utilisation of learning analytics. We, therefore, examined different learning analytics indicators to show which aspect of the learning journey they were successfully supporting. Key indicators may include GPA, learning history, and clickstream data. Depending on the type of higher education institution, and the mode of education (face-to-face and/or distance), the chosen indicators may be different due to them having different importance in predicting the learning out-comes and study success.

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